Marc Lutz

− Developed communication and marketing tools to promote the facility; − Conducted awareness raising activities on EE in housing; − Conducted trainings (e.g. sales techniques, advanced sales skills, coaching, management, marketing, product development, etc.) for local counterparts and financial institutions (banks and MFIs) responsible for on-lending of the facility; − Designed a permanent training program; − Prepared an operations manual; − Designed a bonus granting mechanism.

− Developed sustainable and bankable credit programs (Smart Green Energy Solutions); − Launched gender action plan (30 % portfolio share women, awareness raising for women/green finance and EE, women technicians) − Developed in co-operation with MFIs green finance products; − Conducted financial/management and integrity AML/CFT due diligence; − Designed and delivered AML/CFT capacity building for MFIs; − Conducted sensitivity analysis on key risks; − Co-operated with Ministry of Finance.

− Prepared a comprehensive long list of potential bankable projects; − Prepared a short list of mature priority projects; − Arranged seminars with relevant Government and local authority officials in Armenia, Azerbaijan, Georgia and Moldova to inform them about E5P, EBRD and other Implementing Agencies – their work, processes and what is required from the various actors in the different stages of project preparation and implementation; − Presented the study’s findings.

− Conducted a kick off workshop; − Conducted a training needs analysis; − Analysed the training market to review the scope and quality of existing training services; − Conducted a gap analysis; − Assessed existing training materials; − Developed a business and finance plan; − Developed a concept for implementation of trainings (e.g. SME credit worthiness, dealing with SMEs (legal aspects, processes, ...), specialities of different SME sectors, soft skills (negotiations, sales, …), coaching, etc.).

− Organized regional, sub-regional and local seminars, workshops and training courses on investing in/financing EE and RE in the building sector, together with study tours and regional events; − Cooperated with IFI (EBRD, IFC, WB, etc.) and local banks in all partner countries; − Organized for each country a major national event with all the major stakeholders participating; − Identified and supported a range of possible demonstration EE and RE projects;

− Advised Partner Bank on development of a new residential EE loan product; − Developed a market analysis for on-lending to HOA in Russia; − Developed a draft of a HOA loan product; − Organized marketing activities; − Conducted two promotional events informing 46 HOA and HMCO; − Supported Partner Bank through eleven on-site visits (coaching); − Prepared project pipeline of three HOA interested in on-lending and ready for financial pre-screening.

− Developed a comprehensive list of questions to be answered during the reconnaissance visit; − Conducted meetings with international and local stakeholders; − Conducted coordination meeting; o Worked out key features for the project approach; o Drafted organisational structure for the project; o Defined next steps (e.g. list of additional meeting, follow-up activities or additional areas of research).

− Developed EE-loan portfolio; − Defined necessary product implementation sub-tasks; − Defined implementing success factors; − Reviewed progress and prepared phasing-out stage; − Developed work plans; − Monitored project activities; − Direct counterpart for GGF TAF and Megabank.

total amount of energy saved 29,669 MWh/year and greenhouse gas emission reduced by 9,576 t/year; −On-site monitoring of lent-on EE-loans during client visits; − Attended energy efficiency fairs, round tables and workshops; − Supervised staff of local sub-contractor (Novosibirsk Energy Centre); − Mainstreaming of RUSEFF products in Partner Banks processes; − Adapted RUSEFF products to market needs; − Prepared project pipeline; − Promoted RUSEFF for new Partner Banks; − Developed an Operational Manual, etc.

− Assisted to set-up the project (implementation plan, budget, etc.); − Prepared a best practice guideline for RUSEFF; − Organized missions to the project office in Moscow; − HR recruiting of project staff; − Attended Consortium Meetings; - Reporting.

− Analysis of the current Bank’s AML activities; − Analysis of the current AML policy and procedures for correspondence those to the Uzbek law and best world practice; − Developed recommendations on improvement the bank’s compliance policy and procedures; − Reported the vulnerabilities in AML system of the Bank and methods to improve them; − Prepared an action plan on further development of the Bank’s AML System; − Developed and Conducted Training Needs Assessment on AML; − Developed a training plan.

− Promoted the development of lending products to SME clients, including policy statement, products review, staff training, and procedure development; − Managed a SME portfolio of USD 50 mln.; − Negotiated with the bank on the introduction of the EBRD Environmental Due Diligence (EDD) reporting system; − Developed and Conducted Training Needs Assessment; − Designed training materials (e.g. soft-skills trainings); − Delivered trainings and the EBRD-reporting.

− Promoted the development of lending products to SME clients, including policy statement, products review, staff training, and procedure development; − Managed a SME portfolio of USD 50 mln.; − Developed and implemented a Relationship Manager concept, developed a multifunctional approach for credit experts including operations with deposits, insurance, and car loans; − Designed a performance evaluation system for Relationship Managers; − Implemented a coaching tool to enlarge the sales volumes.

− Carried out the assessment of project financial reports (eligibility of project expenses); − Was responsible for project financial control and audit of 29 projects in Eastern Europe (budgets: EUR 300,000 - 700,000); − Prepared written feedback to grant holders; − Provided support in the Tempus financial monitoring procedure; − Undertook production and quality assurance of assessment reports; − Optimized working structures, procedures and policies for the participating projects.

− Developed banking and financial education programs and materials based on banking experience and practice in Western Europe; − Provided ideas and recommendations on adjusting the banking program to EU standards; − Provided development consultancy; − Assisted in increasing the international relationships and ties of the university.

− Prepared a business plan for the development of an e-learning system for selected members of the Ukrainian Banking Association; − Provided consulting services associated with the launch of the new project; − Coordinated the networking with local counterparts, the National Bank, the Ukrainian Banking Association, the Training Center of the National Bank, the International University of Finance and the Association of Ukrainian Credit Unions.

− Managed the German financed Training Bank and elaborated a new structure for its activity; − Worked out the concept of professional banking education; − Developed together with Ukrainian colleagues educational materials, role games and examination tests to be used in the Training Bank; − Trained local teachers using, the new training instrument of Training Bank, including teaching students;− Provided trainings of mortgage lending; − SME-lending seminar for credit unions staff.

− Performed credit analysis of credit reports and balance sheets written by the Eastern European subsidiaries of GEFA; − Worked closely with the credit departments of GEFA subsidiaries in Eastern Europe, including PL, CZ, HU and SK; − Performed the analysis of financial reports for approx. 25 multinational corporate clients in Eastern Europe; − Organized and assisted with the implementation of a special due diligence project, analyzing the opportunity to buy out factoring services from a client.